Sr. Director GPO Account Management

At The Coca‑Cola Company, our vision is to create loved brands, done sustainably, for a better shared future. We pair an iconic global portfolio with bold innovation to stay ahead in a rapidly evolving marketplace. As Senior Director of GPO Account Management, you will lead strategic engagement with Group Purchasing Organizations to unlock growth opportunities and deliver exceptional beverage solutions across foodservice channels.

This position, based in either Atlanta, Dallas, Charlotte, St. Louis, Washington DC, focuses on translating complex commercial strategies into actionable plans that enhance customer partnerships, optimize supply chain efficiency, and accelerate category performance.

Ideal candidates bring expertise in high-scale account management, national negotiations, and collaboration across diverse internal and external networks. If you are skilled at leveraging data insights, driving operational excellence, and influencing outcomes without direct authority, this role provides a chance to make a meaningful impact in shaping how Coca‑Cola serves millions of consumers every day.

• Lead national GPO customer partnerships with responsibility for delivering contractual excellence and aligning strategies with long-term commercial objectives.
• Design and execute multi-year account plans, including category programs, pricing models, and growth initiatives tailored to customer needs.
• Build strong relationships with customer decision makers, fostering trust and collaboration to achieve shared business goals.
• Partner across Coca‑Cola’s supply chain, marketing, finance, and commercial teams to activate customer programs and ensure operational precision.
• Collaborate with bottlers and distributors to implement large-scale strategies seamlessly across foodservice/on-premise networks.
• Analyze performance data, category insights, and economic trends to identify revenue opportunities and inform negotiation tactics.
• Help resolve barriers that may impact execution by applying strategic problem-solving and contingency planning skills.
• Stay ahead of foodservice/on-premise industry trends and competitive shifts to adapt strategies proactively.
• Engage internal leadership and cross-functional teams to secure alignment for enterprise-level initiatives impacting multiple operators.
• Champion a data-driven approach for business forecasting, customer engagement planning, and resource deployment to optimize profitability.

• Bachelor’s degree in Business, Marketing, Finance, or related field; MBA strongly preferred.
• 10+ years of progressive experience in sales, account management, or commercial strategy roles involving national partnerships; foodservice experience highly valued.
• Proven record in developing and negotiating complex contracts with executive-level customers.
• Expert ability to transform market and financial analysis into actionable commercial strategies.
• Advanced collaboration skills for influencing outcomes across matrix organizations without direct authority.
• Full proficiency in CRM tools and digital analytics platforms; experience leveraging predictive insights and AI-based forecasting considered an advantage.
• Skilled communicator with the ability to present strategies and negotiate effectively at the senior executive level.
• Demonstrated ability to manage multiple priorities at scale in competitive, fast-paced environments.
• Operational agility with experience stewarding initiatives through multi-stakeholder ecosystems including distributors and bottling partners.
• Travel flexibility within North America; based in Atlanta, Dallas, Charlotte, St. Louis, Washington DC.

What We’ll Do for You

• Provide access to leading digital sales enablement platforms and advanced data analytics tools to strengthen strategic precision.
• Create opportunities to influence portfolio and channel strategies that shape how Coca‑Cola delivers value across foodservice globally.
• Offer structured development in customer engagement practices, contract stewardship, and next-generation commercial capabilities.
• Enable collaboration with top North America commercial leaders and strategic customers to accelerate growth plans and operational innovation.

The Coca-Cola Company will not offer sponsorship for employment status (including, but not limited to, H1-B visa status and other employment-based nonimmigrant visas) for this position. Accordingly, all applicants must be currently authorized to work in the United States on a full-time basis and must not require The Coca-Cola Company's sponsorship to continue to work legally in the United States.

Account Management, Account Management, Account Strategies, Analytical Thinking, Business Planning, Commercial Acumen, Communication, Compliance, Contract Agreements, Cross-Functional Teamwork, Cross-Team Collaboration, Customer Managment (Inactive), Customer Relationship Building, Data Insights, Digital Commerce, Enterprise Accounts, Executive Relationship Management, Financial Acumen, Food Services, Group Purchasing Organizations (GPO), Industry Knowledge, Joint Business Planning, Matrix Management, Negotiation, Operations Problem Solving {+ 5 more}

United States of America: 174,000 USD - 200,000 USD

Base pay offered may vary depending on geography, job-related knowledge, skills, and experience. A full range of medical, financial, and/or other benefits, dependent on the position, is offered.

30

Annual Incentive reference value is a market-based competitive value for your role. It falls in the middle of the range for your role, indicating performance at target.

We are taking deliberate action to nurture an inclusive culture that is grounded in our company purpose, to refresh the world and make a difference. We act with a growth mindset, take an expansive approach to what’s possible and believe in continuous learning to improve our business and ourselves. We focus on four key behaviors – curious, empowered, inclusive and agile – and value how we work as much as what we achieve. We believe that our culture is one of the reasons our company continues to thrive after 130+ years. Visit Our Purpose and Vision to learn more about these behaviors and how you can bring them to life in your next role at Coca-Cola.